ERP Strategies: New research: Page 3

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Better communications is key to better partner relationship management

Front Line Solutions releases "ePartner2000 Best Practices" report

Front Line Solutions, a Burlingame, Calif., consulting and research firm for Partner Relationship Management (PRM), has released a new report, "ePartner2000 Best Practices." The report offers guidelines for success from early adopters of Internet-based applications used to improve Channel partner relationships.

The study's scope included a wide variety of Internet-based solutions including PRM, eCRM, eMarketing, B2B portals, and internally developed custom applications. The research team conducted in-depth interviews with project managers and business executives from 35 companies, mostly large technology firms with thousands of channel partners worldwide.

Research findings reveal that successful ePartner projects need executive leadership, thorough planning, effective staffing, and a realistic implementation approach. Appropriate technology solutions, backed by responsive vendors, was also viewed as a critical requirement.

The individuals interviewed ranked communicating with their indirect sales channels as the number one challenge. To resolve communications issues, increase sales productivity, and enhance partner loyalty, business executives invested in the following technology solutions: partner profiling with channel management functions; personalized and targeted partner communications; sales process automation programs; and order management and eCommerce.

The main conclusion of the "ePartner2000 Best Practices" study is that "executives must focus not just on implementing the right technology, but also on following the best practices discovered by ePartner pioneers," noted Bob Thompson, founder and president of Front Line Solutions. "Most of the lessons learned were about business issues and people, not technology."

The ePartner2000 Best Practices report includes the detailed findings and analysis from extensive interviews of 35 companies, as well as 15 real-world case studies from companies who have implemented Internet-based solutions for managing partner relationships. Priced at $295, the report can be purchased directly from Front Line Solutions. A free executive summary and ordering details are available at For further information contact Bob Thompson at or 650-343-8529.

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